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Persuasion (Cult Tactics (Group think (Janis (1976), Irrational decisions,…
Persuasion
Cult Tactics
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Group dynamics - conforming pressure, obedience, in-group vs. outgrip, initiation
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Replace old identity with new one (Hassan, 1990)
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Priming
Credit card effect (Feinberg, 1986)
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Colours Prime (Mandel + Johnson, 2002)
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e.g. RED = safety, Green = cost
Background music (North, Hargreaves + Mckendrick, 1999)
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Heuristics
Scarcity
New cola, limited edition, Amazon, Apple
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Self-Persuasion
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Can be long lasting (Anderson et al, 1980)
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Theories of Persuasion
Psychoanalysis
Deep, dark, unconscious > caused panic
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Learning theory
Hovland - gain attention, understood, learned, accepted, incentive
Yale School - WHO say WHAT to WHOM with what EFFECT?
- compartmentalise persuasion process
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